Psychological reactance is the defensive reaction we experience when our freedom is threatened. This reaction occurs when we feel that our freedom is being restricted and manifests as a motivational state aimed at restoring our freedom (cf. Dorsch 2022).
Reactance is tied to the following conditions: When it comes to behavior, we must actually expect freedom. Accordingly, no reactance arises where no freedom is expected (cf. Felser 2023: 306).
This is how reactance manifests itself
Reactance can be understood as an unpleasant state of tension that needs to be reduced somehow. This can manifest on various levels. Emotionally, for example, it may lead to annoyance or anger, which is usually directed against the source of the restriction of freedom. Cognitively, people often change their attitude toward something, evaluating the lost option more positively and the source of the restriction more negatively (cf. Felser 2023: 320).
A person's freedom can be restricted by reducing the range of possible behavioral and opinion alternatives, so that some alternatives are no longer available. Accordingly, areas of freedom are removed. Another option for restricting freedom is to impose certain behaviors or opinions on the affected person (cf. Raab et al. 2022: 74).
Reactance can manifest in various ways: A direct restoration of freedom occurs when we do exactly the opposite of what we were told. In indirect restoration, we engage in a different but comparable behavior or shift our behavior to another context. In some cases, reactance can also lead to aggression, where we physically or verbally attack the threatening instance. Another form of reactance is a change in attractiveness, where the threatened choice suddenly appears more attractive than before (cf. Raab et al. 2010: 65-66).
One approach is to use non-controlling language, such as terms like "consider," "can," "could," and "might" instead of "should," "must," and "need." Another strategy is to frame messages as gains rather than presenting them as losses. Similarly, it can be helpful to introduce messages by focusing on potential positive outcomes rather than on avoiding negative ones. Additionally, emphasizing the benefits of a change rather than the limitations can be effective. Finally, humorous information can help convey the message more effectively.
What actions can you take if you experience or perceive reactance yourself?
First, think before you act, and take a moment to assess the situation. Listen carefully and actively to understand the other person’s perspective. Find ways to stay calm by taking deep breaths or counting to ten. Stay curious and ask questions to understand the other person's motives. Seek contact, be respectful and direct, speak openly about your concerns, and show appreciation for the other person's perspective.
By understanding the triggers, components, and manifestations of reactance, we can find better ways to manage and reduce these reactions. This knowledge can be particularly helpful in interpersonal relationships and communication situations to avoid conflicts and act more constructively. By using non-controlling language, framing our messages positively, and considering the other person’s perspective, we can reduce the likelihood that reactance will occur in the first place. Ultimately, it is about interacting with respect and empathy and respecting each individual’s freedom.
Sources:
- Dorsch (2022): Reaktanz, Reaktanztheorie (https://dorsch.hogrefe.com/stichwort/reaktanz-reaktanztheorie) Retrieved on 16.06.2024.
- Felser, G. (2023): Werbe- und Konsumentenpsychologie. 5. Aufl., Springer.
- Raab, G.; Unger, A.; Unger, F. (2010): Marktpsychologie. Grundlagen und Anwendung. 3. Aufl., Springer Gabler.
- Raab, G.; Unger, A.; Unger, F. (2022): Marktpsychologie. Grundlagen und Anwendung. 5. Aufl., Springer Gabler.